Senior Services Account Executive
hace 3 meses
**We help the world run better**
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Services Sales AE is accountable for the new client business development and relationship management or growing existing accounts by originating, managing and closing up-sell/cross-sell opportunities and orchestrating outcome-based delivery execution. It has significant influence on the development and growth of strategic new Services business and develops and maintains effective strategic relationships in assigned account(s). They are also accountable to ensure business growth through business development activities and ensure they are delivered in accordance with the organizational strategy. Accountable for the sales or/and delivery activities for the assigned client/s. Represents the Services organisation from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships.
**Core tasks may include**:
- Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
- Accountable for booking and revenue Services targets for assigned account(s)
- Origination and management of opportunities and bids, deal closure through formal sales cycle
- Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
- Single Point of Contact for the customer representing the SAP Services organization
- Direct contributor to overall long term success of customer and partner relationships
- Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
- Accountable for all Services Commercial aspects in assigned account(s)
- Supporting Delivery Teams engaged in delivering against existing contracts
- Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success.
- Supporting customer’s transformation journey, with full accountability across Sales and Delivery
- Setting strategic goals and outcomes to support the customer’s business objectives
**Key Responsibilities & Tasks**
The Senior Services Account Executive has high influence on the development and growth of new Services business and develops and maintains effective relationships with senior executives in assigned account(s). They are accountable to ensure business growth through business development activities and ensure they are delivered in accordance with the organizational strategy. This role represents the SAP Services organization from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships. This is a business development role and is expected to generate qualified opportunities based on holistic understanding of customer challenges, establishing and developing the SAP Services footprint within their assigned accounts(s).
**Account and Stakeholder Management**
- Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
- Actively understand each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
- Single Point of Contact for the customer representing the SAP Services organization for assigned account(s) to establish and develop SAP footprint
- Develop and deliver best-practice comprehensive Services account plans to address customer and prospects priorities and pain points. Utilize SAP Intelligent tools and standards to support the customer's decision process.
- Direct contributor to overall long-term success of customer and partner relationships within the account
- Orchestrates resources: deploy appropriate teams to execute winning sales
**Commercial Accountability**
- Accountable for booking and revenue Services targets for assigned account(s)
- Generation and management of opportunities and bids, deal closure through formal sales cycle
- Shapes deals that are compliant, aligned to agreed governance process, controls and targets
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
- Maintain internal systems with accurate customer and pipeline information
**Service Delivery Management**
- Accountable for sales hand-over to delivery, ensuring contracts are in place and tea
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